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Dealing with unrealistic customer expectations


August 2, 2012 by Ken Dooley

Sometimes the unrealistic customer expectations that salespeople set are about things the customer didn’t bring up and doesn’t even care about. But once customers have been led to expect a particular outcome, they’ll usually hold the salesperson accountable. More…

Top 10 selling skills, according to customers


September 20, 2011 by Bob Hill

When the research team at a prestigious sales training company asked more than 1,000 customers to describe a top-notch salesperson in one word, these were the 10 most common responses:  More…


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